1. Designed, prepared & provided By: ITDA group Negotiation Skills Course

2. Designed, prepared & provided By: ITDA group Introduction “You will never go beyond you dreams” Introduction Training Norms Agenda Contents Negotiation- Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s

3. Designed, prepared & provided By: ITDA group Training Norms Introduction Training Norms Agenda Contents Negotiation- Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s

4. Designed, prepared & provided By: ITDA group Agenda To be set with course members Introduction Training Norms Agenda Contents Negotiation- Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s

5. Designed, prepared & provided By: ITDA group Contents  Negotiation process different outcomes egotiation definition  Dos & don'ts  Negotiation Process  Positive negotiators Behaviors  Negative negotiators Behaviors  Successful Negotiators Introduction Training Norms Agenda Contents Negotiation- Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s

6. Designed, prepared & provided By: ITDA group Different Outcomes Task done Relationship Maintained Relationship Not Maintained Task Not done Win-Win No Agreement Lose-Lose Win-Lose Lose-Win Compromise Introduction Training Norms Agenda Contents Negotiation- Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s

7. Designed, prepared & provided By: ITDA group Negotiation Definition - Seeking an agreement - Is a process - Between two parties or more - Having an area of common interest - Having different objective Introduction Training Norms Agenda Contents Negotiation- Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s

8. Designed, prepared & provided By: ITDA group Positive Negotiation Behaviors  Summarizing  Focusing on the problem  Active listening  Clarifying  Sharing needs & interests  Questioning Introduction Training Norms Agenda Contents Negotiation- Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s

9. Designed, prepared & provided By: ITDA group Positive Negotiation Behaviors  Acknowledging efforts  proposing solutions  Establishing common ground  Seeking solutions Introduction Training Norms Agenda Contents Negotiation- Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s

10. Designed, prepared & provided By: ITDA group Negative Negotiation Behaviors  Blocking/difficulty stating  Shutting out  Defending / Attacking Introduction Training Norms Agenda Contents Negotiation- Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s

11. Designed, prepared & provided By: ITDA group Successful Negotiators  Willing to invest time & trouble in careful research and analysis of issues  Sensitive to the needs of the other party  Committed to a WIN-WIN philosophy  Have tolerance for conflict  Ability to identify “Bottom line” issues quickly  Good listeners Introduction Training Norms Agenda Contents Negotiation- Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s

12. Designed, prepared & provided By: ITDA group Successful Negotiators  Demonstrate high degree of patience  Have a high tolerance for stress  Don’t respond to attack or ridicule  Avoid self-praise during negotiation  Ask more questions Introduction Training Norms Agenda Contents Negotiation- Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s

13. Designed, prepared & provided By: ITDA group Negotiation Process Planning Set clima te Issues Bargaining Settle Review - Planning - Prep -Msg exchange -Comm. Intent - Background -Identify issues - Lock your opponent - Negotiate - provide alternative solutions - Settlement - Gain Verbal commitment - Evaluate - Improve Introduction Training Norms Agenda Contents Negotiation- Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s

14. Designed, prepared & provided By: ITDA group Dos & DONTs Dos:  Be Prepared to propose alternatives, don’t take positions  Be Calm and control your emotions  Always appear reasonable  Keep control of the conversation  Be courteous  Distinguish between major points & Details Introduction Training Norms Agenda Contents Negotiation- Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s

15. Designed, prepared & provided By: ITDA group Dos & DONTs DONTs:  Compromise your objectives  underestimate your customer  Make assumptions  Treat it as a WIN-Lose  Score points  Over react  Get personal Introduction Training Norms Agenda Contents Negotiation- Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s

16. Designed, prepared & provided By: ITDA group Dos & DONTs DONTs:  Make “Good Will” concessions  over commit  Negotiate if you don’t have to Introduction Training Norms Agenda Contents Negotiation- Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s

17. Designed, prepared & provided By: ITDA group جزآكم الله خيرا